Everyone seems to want better communication between government and industry during the procurement process, and yet when we ask how well government and industry communicate, the answer is always the… Continue reading How and when to talk to your customer

Peter F. Drucker (1909–2005), the world-renowned management visionary and guru, was fond of saying, “Because its purpose is to create a customer, the business has two—and only two—functions: Marketing and… Continue reading Marketing: the engine and fuel that drives successful companies

“Nothing endures but change. Change is the only constant.” –Heraclitus of Ephesus Business transformation, process improvement, continual improvement, business process improvement. Call it what you will. The gist of the… Continue reading 6 changes experts would make to the BD, capture, and proposal process

In today’s blog post, Lisa Pafe follows up on her previous data call-related advice with insights on how to develop data calls during the capture phase of your business development… Continue reading The art of the data call: 4 data calls you can issue today

In her previous post (Part 5 of 6), Briana Coleman, PPM.APMP discussed the key activities involved in Phase 4 of the typical business development (BD) life cycle: Phase 1 Opportunity… Continue reading Proposal production across the business development life cycle – phase 5 (Part 6 of 6)

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Pursuit Phase Risks and recommended… Continue reading 10 Ways to mitigate pursuit phase risks

The better you understand a new business opportunity, the more likely you are to make an informed decision about whether you should bid. Similarly, the better the government understands your… Continue reading 7 Reasons to meet the client before RFP release

As I sit here working on this blog post, I have my office window open to enjoy the 70-degree What a treat! Where did winter go? I need to get… Continue reading Back to basics – spring cleaning

There are multiple reasons to gather information about an opportunity. 1. We need to confirm the four opportunity elements listed in our previous blog post, 4 Major Elements of Qualified… Continue reading Top 5 reasons to gather info about business opportunities – and what to gather

It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so. –Mark Twain Determining if there is actually a business… Continue reading 4 Major Elements of Qualified Business Opportunities